iPads are portable, compelling, and cost-effective, and they are having no small impact on the sales organization. More powerful than smart phones, and more mobile than laptops, iPads have an additional benefit uniquely suited to sales: they are consummately social devices. That is, they offer an easily share-able user experience....Read more
Webcast
DePaul Center for Sales Leadership Research Update: What Drives Superior Sales Performance?
13 April 2012
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Dave Hoffmeister, Executive in Residence at the DePaul Center for Sales Leadership, provides a research briefing on the important characteristics of high performance sales organizations recently identified in the Center's biennial Sales Effectiveness Survey. Conducted over a six-month period among over 3,000 firms in the US, the results of this...Read more
Increased competition is among the toughest challenges facing sales organizations today. As pricing pressure mounts and customer budgets shrink, sales leaders must bring a new level of innovation to their efforts to beat the competition. In this webinar, AchieveGlobal’s Greg McDonald and Colleen O’Sullivan illustrate how best-in-class companies practice a...Read more
Research
Conquering the Competition: New Strategies for an Age-Old Problem
3 April 2012
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Competition remains one of the most pressing challenges facing sales organizations. And perhaps more concerning, competition is increasing versus years past. In fact, 85 percent of global executives surveyed by McKinsey & Company describe their business environment as more competitive than it was five years ago, largely because of the...Read more
Research
The Perfect Pipeline: How To Measure and Manage a Productive Sales Pipeline
29 March 2012
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There are many different types of interactions that take place between sellers and managers, but there is one particular meeting that stands out as near-universal among business-to-business sales forces: the sales pipeline review meeting. During this discussion, the rep and manager go through individual opportunities in varying degrees of detail...Read more
Research
Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective
23 March 2012
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In this paper, the authors discuss the importance of customer relationship management (CRM) systems in complex and simple selling settings and examine how CRM is implemented in both contexts. Specifically, they suggest that CRM strategies can be implemented from the top-down, originating from top management decisions, or from the bottom-up, stemming from the...Read more
Webcast
Fifth Third Bancorp: How to Execute a Customer Focused Sales Strategy
22 March 2012
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Is your sales team prepared to execute on your 2012 strategy? Strategy execution across a large sales organization requires tight alignment across six dimensions, including: Strategy: Linking sales strategy to business strategy, and Talent: Equipping sales leaders and professionals with strategy specific selling skills Strategy and Talent, while important, are...Read more
Research
Modern Selling: Managing by Exception, Enabled by Analytics
8 March 2012
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Trying to recover ground lost during the recession, many sales organizations are pursuing traditional tactics to increase revenues. They are putting more “feet on the street” and raising quotas or even doing both. They’re hoping that more quota or “demand” will result in more revenue or “supply” but that’s a big risk if...Read more